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Metric Monday: Number of BDR Contacts Attempts by Deal Size
Last week, we looked at data from our most recent BDR research that showed 83% of BDRs are multi-threading, a practice where they reach out to multiple individuals within a prospect account before giving up and moving on. This is great news! But sometimes, what's more exciting is finding ways we can become even better. 🤗…
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Metric Monday: Is Growth, Decline, or Stability the Trend for BDR Teams? #BDR Appreciation Week
Happy Metric Monday and kickoff of BDR Appreciation Week! 🎉 We 💙 BDRs and make it a priority to survey them annually to understand how they are doing in their roles. This year, we received a lot of positive feedback - one of them being team growth! With many discussions surrounding layoffs and budget cuts in B2B over the…
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Metric Monday: Little Impact on Initial Buyer-Seller Engagement, Except for This...
B2B buyers dedicate approximately 70% of their purchasing journey to researching solutions and vendors before engaging directly with sellers. This point of first contact is remarkably consistent across industries and departments, as well as solution and purchase types, and solution price points. Interestingly, we…
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Wednesday Wisdom: New Report Release from Our Buyer Experience Research - Exploring the Dark Funnel
Happy Wednesday Wisdom 🧠✨ A new report from our Buyer Experience Research series has just been released! From the previous reports in this series, we know very well that the buyer is in control. When evaluating B2B investments, they spend 70% of their time doing as much research as they can before having direct…
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Metric Monday: How many competitors are you up against?
Sellers, do you know how many competitors you're up against? Detailed in our 2023 Buyer Experience Report, we surveyed nearly 1,000 B2B buyers and found that they typically shortlist an average of 4 providers during their decision-making process (*but, if you caught our post last week you'll know they largely make their…
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Wednesday Wisdom: 6sense Revenue Technology Guide
Hi everyone, Happy Wednesday (Wisdom)! Today's recommended read is the 6sense Revenue Technology Guide. In a world of ever-expanding martech, navigating through complicated maps and endless categories is a big challenge. At 6sense, our focus is on simplifying the process rather than adding to the complexity. The Revenue…
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Wednesday Wisdom: What Dogs Can Teach Us About Buying Group Data (An Article)
Happy Wednesday (Wisdom 😉)! Today we are highlighting a blog written by 6sense Research's very own @Kerry. What Dogs Can Teach Us About Buying Group Data provides an excellent analogy and explanation of the limitations that result when we rely on form-fill leads. Just as dogs might sense things we as humans cannot, modern…
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Wednesday Wisdom: How B2B Revenue Teams Understand Prospect Behavior (A Report)
Hey all, Last year, 6sense Research surveyed 169 B2B practitioners to explore the tools and signals they utilize in understanding their target accounts and buying groups. This year, we've expanded the study, receiving just under 700 responses from B2B professionals and incorporating additional survey questions. Currently,…
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Wednesday Wisdom: Double Funnel Nonsense (An Article)
Happy (Wisdom) Wednesday, all! 😉 Today we have an oldie but goodie written by 6sense Research's very own @Kerry! In this blog, Kerry dives into the pitfalls of the "double funnel" strategy in B2B and challenges its apparent intuitiveness. He highlights critical issues with traditional lead-based processes, emphasizing…
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Metric Monday: Another Successful Outcome from Supported BDRs
Hey all! If you followed along with our posts last week, you’ll know that perceived job support has some truly remarkable implications on BDR performance. When BDRs are… Well-informed about their responsibilities, Provided with the necessary resources to do their job, Aware of the value that leadership places on their…
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Wednesday Wisdom: 2023 State of the BDR Report
Hey all! On Monday, we started the conversation about our research on the BDR role. Today, we're excited to highlight our 2023 State of the BDR Report. Both this year and last, 6sense Research surveyed BDRs about their jobs and how supported they feel in their roles. In 2022, BDRs' answers to our survey quickly had us…
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Wednesday Wisdom: Missed Signals Are Holding Back B2B Sellers (An Article)
There’s a crucial connection between the size of B2B buying teams and the scale of their purchases. Higher value deals are evaluated and purchased by bigger teams. In a study we did last year, we explored whether B2B organizations with premium offerings were tapping into a broader spectrum of buying signals to detect…
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Metric(s) Monday: Connecting the Dots on How Measurement Pays
In recent weeks, we’ve learned that organizations that adopt an account-centric approach tend to exhibit stronger financial performance. Moreover, metrics centered around Account-Based Marketing (ABM) have a stronger association with better financial performance compared to traditional metrics like MQLs and leads (See this…
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Wednesday Wisdom: Tracking Intent Signals (An Article)
In our study last year, we surveyed B2B organizations to understand their buyer identification processes. In our paper, Tracking Intent Signals: How Are Marketers Really Identifying Their In-Market Buyers?, we examine the most favored buying signals. The marketers we heard from displayed a clear inclination towards the old…
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Calling all RevCity Marketers! Have 5 minutes? 👀
Hey all! We're interrupting your regular Friday programming for a quick favor. Some of you might have caught our post last week about the latest survey 6sense Research is running, and we want to thank those who took the time to check it out 🙏. But, we’re back and shamelessly asking for your help again 😜because your…
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Metric Monday: How Many Formal Evaluations Has the Average Buyer Completed?
Happy 2026, y'all! I'm looking forward to the year ahead and all the research we will discuss here in Research Road 🙂 New year, new buying group? Not really. Our Buyer Experience research shows buyers bring extensive experience to the table. The average B2B buyer has been through eight to nine formal purchase journeys in…
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Metric Monday: Vendor Interactions Remain Steady Despite LLM Adoption
Happy Metric Monday! In our buyer research this year, nearly every buyer (94%) reported using an LLM at some point during their buying journey, with usage peaking in the middle. At the same time, the number of interactions buyers had with vendors—both human and digital—did not change compared to prior years. Statistically,…
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Wednesday Wisdom: B2B Buying Under Economic Pressure in 2025 (Deep Dive Report)
Persistent macroeconomic uncertainty has found many in a defensive crouch this year -- slowing hiring, tightening budgets, and raising the bar for new investments. The undercurrent was strong enough to merit inclusion in this year’s B2B Buyer Experience research -- and it's had a measurable impact. Contrary to what we…
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Wednesday Wisdom: “AI Inside” Is Catalyzing an Earlier Point of First Contact (POFC)
For years, buyers waited until 70% of the buying journey to engage sellers. It was so consistent that we dubbed this moment the Point of First Contact Constant. The name was justified; it held true across product categories, price points, and nearly everything in between. This year, however, to our surprise that point…
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Metric Monday: Longer Validation Phase, More Time to Influence??
Hey all, Happy Monday! Our head of research @Kerry wrote about a really important distinction re: one of the findings in this year's buyer experience research. This year, we found that the Selection Phase (the part of the buying journey where buyers form their shortlist, set their preferences, and identify the vendor…